Job Overview
Location
Palo Alto, California
Job Type
Full-time
Category
Software Engineering
Date Posted
June 3, 2026
Full Job Description
đź“‹ Description
- • Manage a target book of enterprise customers with 2,500+ employees, driving product awareness, upsell, and increased consumption of Workato’s integration and automation platform.
- • Lead full-cycle account management from prospecting and qualification through close and post-sales expansion, including strategic pricing negotiations and executive-level engagements.
- • Conduct in-person customer workshops to deliver product education, identify use cases, and align solutions with customer business outcomes.
- • Consistently meet and exceed annual and quarterly sales targets while executing daily and monthly key account management activities including QBRs, line-of-business outreach, and customer event participation.
- • Maintain expert-level pipeline management and forecasting accuracy using CRM systems and sales methodologies.
- • Develop deep product expertise to articulate technical value propositions to both technical teams and C-suite executives across Finance, Operations, and IT.
- • Understand and translate customer needs into scalable automation solutions, leveraging hands-on knowledge of integration, middleware, and enterprise software.
- • Build and own long-term relationships with key stakeholders at mid-market and enterprise organizations, including C-suite and decision-makers.
- • Act as a company builder by contributing to the development of the sales playbook, sharing best practices, and helping scale the early-stage Account Management team.
- • Engage in outbound prospecting to expand the customer base and identify new growth opportunities within existing accounts.
- • Travel regularly to meet with customers in person, conduct on-site workshops, and strengthen client relationships.
- • Operate effectively in a fast-paced, ambiguous startup environment with minimal corporate structure, embracing ownership and initiative without reliance on rigid processes.
- • Continuously learn product capabilities, customer success stories, and business outcomes independently, beyond formal training and enablement programs.
- • Collaborate with peers and leadership to refine sales strategies, improve customer retention, and drive organizational growth in a high-growth SaaS environment.
🎯 Requirements
- • 6-10 years of experience in a full-cycle, closing sales role with a focus on account management and customer expansion
- • Proven experience selling software or technology solutions in the integration, middleware, automation, or enterprise software space
- • Demonstrated success in selling to both technical teams and business/executive stakeholders, including C-suite
- • Prior experience as an Account Executive or Account Manager in the SaaS or iPaaS industry
- • Proven track record of consistently meeting or exceeding sales quotas
- • Comfort with traveling to meet customers and conducting in-person workshops
🏖️ Benefits
- • Flexible, trust-oriented culture with full ownership of role
- • Vibrant and dynamic work environment
- • Emphasis on balancing productivity with self-care
- • Opportunity to join a rapidly growing company at an early stage in its Account Management team
- • Work at a company recognized as a Forbes Cloud 100 winner and Deloitte Tech Fast 500 honoree
- • Ranked #1 best company for remote workers by Quartz
Skills & Technologies
About Workato, Inc.
Workato provides low-code/no-code enterprise automation and integration software that connects applications, data, and business processes across cloud and on-premises systems. Its platform offers pre-built connectors, recipes, and AI-powered workflow orchestration for finance, HR, IT, sales, support, and marketing functions. The company enables organizations to automate tasks without extensive coding, reducing manual effort and accelerating digital transformation initiatives. Workato serves mid-market to large enterprises worldwide through a subscription-based SaaS model, emphasizing security, governance, and scalability for complex integrations.
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